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Sales is, at its core, a fundamentally technical practice that's guided by finesse and creativity. So while your success in the field will ultimately be self-driven, there are some universally applicable elements that should inform how you conduct your efforts.
So, as your new professor, I‘ve detailed some of the field’s need-to-know's and compiled some expert insight on the skills and techniques that you should fold into your sales repertoire.
Table of Contents
Sales Training 101
Before we dig in, I'm going to assign you a little required reading to acquaint you with some sales concepts you should know, going into your new role.
- The Ultimate Guide to Creating a Sales Process: Some perspective on what a sales process is — the series of repeatable steps your sales org will set to structure how you move an early-stage prospect to a closed-won deal.
- 12 Best Sales Methodologies & Customer-Centric Selling Systems: A guide to what a sales methodology is — the underlying set of principles that informs how you carry out your sales process.
- B2C Sales: A Comparison With B2B and How to Do Them Right: A look at the distinction between selling to businesses and selling to consumers — along with how to conduct your efforts accordingly.
- 11 Skills Every Sales Development Rep Needs to Master: A look at the role you're (presumably) in at the beginning of your career and how to do it effectively.
- Sales Prospecting: 43 Skills, Tips, Techniques, Templates, & Tools to Succeed: Some insight on the process of sourcing and researching the prospects you'll be reaching out to.
- The Best Cold Call Script Ever [Template]: An intro to cold calling — a big part of your job that's equal parts infuriating and necessary in sales.
Now that we have the resources that cover those concepts out of the way, I can give you my quasi-inspirational, “first day of school” spiel. Let's go.
Class, I can‘t stand here and say I have the recipe for thriving in sales. There’s no magical, one-size-fits-all reference point for people starting out in the field. As much as I would like to sit here and say, "Welcome to Sales 101: THE definitive guide for how to get off the ground in sales!" I really can't.
You‘re going to bring a unique perspective, series of professional and life experiences, and skill set to your career in sales that will dictate what’s going to come to you naturally and what you might struggle with.
Still, as I mentioned in the intro, there are some key trends, tactics, and tendencies you should have a pulse on — and when I was putting this article together, I felt that those should come from real sales leaders.
So, we tapped some experts in our network and asked them, “What are some things you wish you'd known before getting into sales?” Here's what they had to say.
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Outline your company's sales strategy in one simple, coherent sales plan.
- Target Market
- Prospecting Strategy
- Budget
- Goals
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Sales Techniques for Beginners
1. Value active listening.
Matt Bigach, Co-Founder of Leadmate, says, "Before venturing into sales, I wish I had understood the transforming impact of active listening. It is not enough to simply pitch a product; you must also grasp the client's needs, pain points, and objectives.
“This competence increases trust, identifies opportunities, and tailors solutions more effectively. Active listening elevates sales discussions from transactional to relational, increasing success and long-term partnerships. Prioritizing this ability early on would have hastened my progress toward being a more effective sales leader.”
2. Be ready to handle both highs and lows emotionally.
Scott Gabdullin, CEO & Founder of Learo, says, "[Sales] can be very emotionally draining. You'll have amazing highs where everything seems to click, but those are often followed by lows that can really test you.
“Don't be fooled by the flashy lifestyles some salespeople portray. Success in sales is built on hard work, not luck. It takes dedication, sacrifice, and a thick skin. There are no shortcuts. Everyone who's made it has put in the hours and dealt with their fair share of rejection.”
3. Connect beyond transactions.
Samantha Easton, CEO of Blue Diamond Sales & Rentals, Inc., says, “I wish I'd known that building relationships is just as important as closing deals. When I first got into sales, I was all about hitting numbers and making the next sale, but I soon realized that long-term success comes from genuinely connecting with clients and understanding their needs. It's not just about the transaction; it's about the trust and loyalty you build over time. That approach has made all the difference in growing my property-management company.”
4. Track wins regularly.
Trevor Covert, Director of Sales at Media Intercept, says, “I wish I'd known about keeping close tabs on all of my wins and accomplishments. While it's possible to go back and try to piece together all of the contracts, clients, and relationships, it would have saved a lot of time if I just took 5-10 minutes on Fridays to summarize the wins for the week to make it easier to highlight them.”
5. Learn to accept rejection as part of the game.
Brandon Batchelor, Head of North American Sales & Strategic Partnerships at ReadyCloud, says, “Rejection is part of the game, and it's not personal. Early in my career, I took every ”no“ to heart. It took time to realize that rejection is simply part of the sales process, and it doesn't reflect on my abilities or worth.”
6. Understand that relationships drive sales.
Andy Cloyd, CEO of Superfiliate, says, “I wish I realized how relationship-driven it was. People buy from people, but also people buy people. How that customer feels signing off the meeting is everything. While, of course, you want that delight to be driven by seeing a product that will make their lives easier and help them achieve their goals, don't underestimate having them walk away feeling good about the person they just spoke with!”
7. Develop emotional intelligence.
Vaibhav Namburi, Founder of Smartlead.ai, says, “As a sales leader, I wish I had known that success in sales goes far beyond just closing deals. I would have focused more on developing my emotional intelligence and relationship-building skills from the start. I underestimated the importance of truly understanding client needs and providing value, rather than just pushing products.”
8. Trust the learning process.
Jasper Knight, Founder of Secret Saunas, says, “Sales is a roller-coaster. It's easy to get discouraged when you're starting out, but remember, everyone's been there. Leave your ego at the door and be open to learning. Embrace the fact that you're starting from scratch and be eager to soak up knowledge. Every salesperson has a unique style, so discover yours and own it. Most importantly, trust the process and keep pushing forward.”
Class, I said it earlier, and I‘ll say it again: Sales is a fundamentally technical practice that’s guided by finesse and creativity — and the best thing you can do early in your career is acquaint yourself with those “technical fundamentals.”
Master the basic points we addressed in this crash course. From there, you can lean into your motivation, demonstrate your resiliency, and flex your personality to take your career to the next level.
Free Sales Plan Template
Outline your company's sales strategy in one simple, coherent sales plan.
- Target Market
- Prospecting Strategy
- Budget
- Goals
Download Free
All fields are required.
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